Dr.A.P.J.Abdul Kalam University
Master of Business Administration
Third Semester Main Examination, Dec-2020
Sales and Distribution Management [MBA305M]
Time: 3:00 Hrs Max Marks 80
Note: 1. Attempt any five questions out of seven.
2. All question carry equal marks.
Q.1 Define personal selling? Explain the role of personal selling in marketing mix.
Q.2 Discuss the non-statistical methods of sales forecasting including Delphi Techniques.
Q.3 Explain Consumer’s clinic and Experts Opinion method with their merits and demerits.
Q.4 Which factors are most critical in selecting distribution channel?
Q.5 Explain the elements of Behavioral Equation Theory with respect to the buyer
dissonance.
Q.6 What is merchandising? How does the store manager prepare his merchandising plan?
Q.7 What is the importance of e-commerce in arranging channels of distribution for any of
the company?
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